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THE 
SCHOOL  of  SALESMANSHIP 

CONDUCTED  BY  THE 

WOMEN'S  EDUCATIONAL  AND  INDUSTRIAL 

UNION  AND  SIMMONS  COLLEGE 

264  BOYLSTON  STREET,  BOSTON 


DEPARTMENT  STORE  EDUCATION 

FOR  SALESWOMEN 

FOR  TEACHERS 


THE 
SCHOOL  of  SALESMANSHIP 

DEPARTMENT  STORE  EDUCATION 

FOR  SALESWOMEN 

FOR  TEACHERS 


OT   5  a  la  s  >v   • 


MARCH,   1916 


STAFF   OF  THE   SCHOOL 
LUCINDA   WYMAN    PRINCE 

Director  Teachers'  Class.  ^J) 

HELEN   RICH   NORTON 

Director  Salesmanship  School. 
CASSIE  LUCRETIA  PAINE 

Associate  Director  Teachers'  Class. 
ELIZABETH  DYER 

Assistant  Director  Salesmanship  School. 

EVANGELINE     W.    YOUNG,    M.D. 

Lecturer  in  Hygiene. 
LUCILLE   EATON   HILL 

Instructor  in  Applied  Physical  Education. 

ADVISORY    COMMITTEE 
MR.  WALTER  A.  HAWKINS 

representing  Jordan  Marsh  Company. 
MR.  ELMER   M.  FISHER 

representing  Wm.  Filene's  Sons  Company. 
MR.  JAMES  T.  CHASE 

representing  Gilchrist  Company. 
MR.  FRANK  W.  BUXTON 

representing  C.  F.  Hovey  Company. 
MR.  HERBERT   P.  RUSSELL 

representing  R.  H.  WMte .Company* 
MR.  WILLIAM" H..  BERRY'  • 

representing  Shepar4>  Norwsll  Company. 
MR.  FRAN^  p-EEjtiNo  ; ,  ^  >  t  * 

representing  E.  T.  Slattery  Company. 
MRS.  MARY  MORTON   KEHEW 

Chairman  of  the  Board  of  Government,  Women's 

Educational   and   Industrial    Union,    and    Acting 

President. 
MRS.  LUCINDA  WYMAN   PRINCE 

Director  Teachers'  Class. 


THE  SCHOOL  OF  SALESMANSHIP 


DEPARTMENT   STORE   EDUCATION 
CLASS   FOR   SALESWOMEN 


ORGANIZATION 

THE    School    of    Salesmanship,    established   by    the 
Women's    Educational    and   Industrial   Union   in 
1905,  is  a  training  school  for  saleswomen,  conducted  in 
co-operation  with  the  following  department  stores: 

Jordan  Marsh  Company, 
William  Filene's  Sons  Company, 
Gilchrist  Company, 
C.  F.  Hovey  Company, 
R.  H.  White  Company, 
Shepard  Norwell  Company, 
E.  T.  Slattery  Company. 


CONDITIONS    OF     ENTRANCE 

Pupils  are  selected  from  the  regular  selling  force  of 
the  co-operating  stores  and  must  be  approved  by  the 
store  superintendent  and  the  director  of  the  school. 

Girls  who  have  had  a  high  school  education  are 
preferred. 

Tuition  is  free  and  the  pupils  attend  the  school  with- 
out reduction  of  wages. 

3 


342805 


SCHOOL    SESSION 

The  school  session  is  from  8.30  to  11.30  every  morn- 
ing except  Monday. 

Pupils  work  in  the  stores  all  day  Monday  and  on 
school  days  from  IS. 30  to  5.30. 

The  term  is  three  months  in  length. 

Classes  are  formed  in  September,  January  and 
April. 


PURPOSE    OF    THE    COURSE 

1.  To  instill  a  regard  for  system  and  to  cultivate  a 
habit  of  attention  to  details. 

2.  To  instruct  in  subjects  which  will  increase  knowl- 
edge of  merchandise. 

3.  To  teach  right  thinking  towards  the  work  as  a 
profession  and  to  arouse  a  feeling  of  responsibility  and 
interest. 

4.  To  develop  individual  power. 


COURSE    OF    STUDY 

SALESMANSHIP 

Discussion  of  store  experiences,  with  application  of 
principles  involved. 

Demonstration  of  selling,   followed  by   critical  dis- 
cussion. 

Lectures  by  representative  business  men  and  women 
on  different  phases  of  department  store  work. 

4 


Class  conferences  on  important  salesmanship  sub- 
jects: 

Approaching  a  customer. 

Presentation  and  selling  points  of  merchandise. 

Closing  the  sale. 

Care  of  stock. 

Store  directory. 

Suggestive  selling. 

Service. 

Control  of  waste. 

Store  organization. 

Store  system. 

Advertising. 

Individual  conferences  with  pupils  on  points  observed 
in  teachers'  "follow-up"  work  in  the  stores. 

TEXTILES 

Fibers :   Wool,  silk,  cotton,  linen. 

Manufacture. 

Practical  tests  for  adulteration  of  fabrics  and  for 
judging  quality. 

Fabrics:  Identification,  prices,  widths,  uses,  practi- 
cal advantages  and  disadvantages. 

Commercial  geography. 


COLOR    AND    DESIGN 

Recognition  of  color  tones. 
Color  combinations  and  matching  of  colors. 
Appropriate  use  of  colors. 

5 


Principles  of  color  and  design  applied  to  dress  and 
furnishings. 

Color  and  design  as  related  to  the  display  of  mer- 
chandise. 


ECONOMICS 


Relation  of  capital  to  wages. 
Relation  of  expenditure  to  income. 
The  spending  of  money. 
The  saving  of  money. 


ARITHMETIC 


Sale  slip  practice  and  store  system. 

Drill  in  addition  and  multiplication. 

Fractions. 

Percentage. 

Cash  accounts  and  personal  budgets. 


PERSONAL    HYGIENE 

Hygienic  dressing  and  personal  appearance  of  sales- 
women, with  emphasis  on: 

Correct  shoes. 

Suitable  business  dress. 

Appropriate  hairdressing. 
Bathing. 
Ventilation. 
Digestion  and  diet. 
Nervous  control. 


APPLIED    PHYSICAL    EDUCATION 

Muscular  development  and  control. 

Breathing. 

The  speaking  voice. 

Standing. 

Walking. 

Sitting. 

Resting. 

ENGLISH 

Clear  and  complete  answers  to  customers'  questions. 

Use  of  appropriate  adjectives  in  describing  mer- 
chandise. 

The  value  of  discriminating  use  of  English. 

Correction  of  common  errors  in  construction  and 
pronunciation. 

Letter-writing. 

Spelling,  especially  names  of  streets  and  suburbs. 

Notebook  work,  including  reports  of  lectures  and 
notes  on  lessons. 

MERCHANDISE 

Individual  lessons  on  the  stock  handled  by  each 
pupil. 

PRACTICAL    TALKS 

In  addition  to  the  lectures  on  business  subjects,  prac- 
tical talks  are  given  on  such  topics  as : 
Vocational  education. 
The  Consumers'  League. 
Books  and  reading. 
The  minimum  wage. 

7 


TYPICAL     WEEKLY    SCHEDULE     OF 

SALESWOMEN'S   CLASS 

Session,  8.30-11.30  A.M. 


Tuesday 

Wednesday 

Thursday 

Friday 

Saturday 

Arithmetic 

Color  and 
Design 

Arithmetic 

Arithmetic 

Sale  Slip 
Practice 

Textiles 

English 

Hygiene 

Textiles 

Color  and 
Design 

Lecture  by 
store  repre- 
sentative 

Demonstra- 
tion Sale 

Merchandise 

Applied 
Physical 
Education 

Salesman- 
ship 

ADMINISTRATION 


All  questions  of  policy  are  decided  by  an  advisory 
committee  made  up  of  the  superintendents  of  the  co- 
operating stores,  the  chairman  of  the  Board  of  Gov- 
ernment, the  president  of  the  Union  and  the  directors 
of  the  school. 


DEPARTMENT  STORE  EDUCATION 
CLASS  FOR  TEACHERS 


A  YEAR'S  course  for  teachers  of  salesmanship  and 
related  subjects  is  offered  jointly  by  Simmons 
College  and  the  Union. 

Graduates  of  colleges  or  normal  schools  who  have  had 
some  business  or  teaching  experience  are  preferred. 

This  course  prepares  students  to  take  charge  of  edu- 
cational work  in  department  stores  and  to  teach  sales- 
manship in  high  schools  and  continuation  schools.  The 
work  in  connection  with  the  School  of  Salesmanship  is 
given  at  the  Union  in  the  morning.  Classes  are  held  at 
the  College  four  afternoons  a  week. 

Mondays,  and  occasionally  Saturdays,  are  devoted 
to  practice  work  or  study  in  the  co-operating  stores. 
This  work  is  chiefly  selling,  but  opportunity  is  also 
given  for  work  at  the  bundle  desks,  as  service  shoppers 
and  as  floor  clerks,  and  for  visits  to  shipping,  receiv- 
ing and  marking  rooms.  At  some  other  time  during 
the  week  students  investigate  the  work  of  members  of 
the  saleswomen's  class,  and  discuss  it  with  the  buyer  or 
floor  superintendent. 

During  the  month  of  December  the  school  is  not  in 
session,  and  students  spend  this  time  in  the  stores,  in 
selling  or  executive  positions. 

Each  student  is  allowed  one  month  for  research  work 
in  a  Boston  department  store,  and  it  is  expected  that 
in  the  near  future  provision  will  be  made  for  three 
months'  apprentice  work  with  a  graduate  teacher. 


At  least  two  weeks'  selling  experience  previous  to 
entering  the  class  is  required  of  students. 

Tuition  is  one  hundred  dollars,  payable  at  Simmons 
College  in  two  half-yearly  payments. 

The  class  is  limited  in  size. 

Students  entering  this  course  will  register  at  the 
Women's  Educational  and,  Industrial  Union,  Tuesday, 
September  12,  1916. 

Visitors  are  welcome  at  all  sessions  of  the  School  of 
Salesmanship  and  of  the  Teachers'  Class. 


COURSE    OF     STUDY    FOR    TEACHERS 

WORK  IN  STORES  AND  AT  THE  UNION 

STUDY  OF  DEPARTMENT  STORES 

Organization  and  system. 

Employment. 

Merchandise. 

Conferences  with  floormen,  buyers  'and  superin- 
tendents. 

Investigation  of  store  work  of  pupils  from  the 
School  of  Salesmanship. 

PRACTICE   IN    SALESMANSHIP 

Selling  in  department  stores. 

Reports  and  discussions  of  business  experience. 

10 


OBSERVATION    AND    TEACHING 

Observation  and  study  of  the  work  of  the  School 
of  Salesmanship. 

Practice  in  teaching,  under  supervision,  in  the 
School  of  Salesmanship. 

Conferences  with  the  Director  on  different  phases 
of  the  work. 

Substitute  teaching  in  stores,  high  and  continu- 
ation schools. 


ACADEMIC  WORK  AT  SIMMONS  COLLEGE 
APPLIED  PSYCHOLOGY 

In  this  course  ordinary  business  situations  are  exam- 
ined in  order  to  analyze  out  of  them  some  of  their 
psychological  principles.  The  work  involves  a  review 
of  the  fundamental  principles  of  psychology,  an  appli- 
cation of  these  principles  to  various  department  store 
methods  and  a  study  of  the  increased  efficiency  in 
department  store  transactions  that  may  be  developed 
through  the  conscious  application  of  psychological 
principles.  Reading,  discussions,  and  written  reports 
are  required. 

EDUCATION 

This  course  includes  discussion  of  teaching  methods, 
teaching  principles,  lesson  plans,  lesson  criticisms  and 
courses  of  study.  The  work  of  the  regular  instructors, 
as  well  as  that  of  the  teachers  in  training,  is  discussed. 
Courses  of  study  for  different  types  of  schools  are 
planned. 

11 


TEXTILES 

The  course  in  textiles  comprises  a  study  of  the  his- 
tory of  the  textile  industry,  including  the  evolution  of 
the  present  manufacturing  processes  from  the  primi- 
tive forms.  The  major  and  minor  textile  fibers  are 
studied  both  scientifically  and  from  the  standpoint  of 
utility.  Students  make  extensive  collections  of  silk, 
wool,  linen  and  cotton  fabrics,  with  compilation  of  im- 
portant facts  in  regard  to  them.  Mills  and  factories 
are  visited  for  the  observation  of  processes. 


ECONOMICS WELFARE  WORK  FROM  AN 

ECONOMIC  STANDPOINT 

This  course  familiarizes  the  student  with  the  various 
agencies — public,  semi-public  and  private — that  tend 
to  increase  the  well-being  of  the  store  employee.  Dif- 
ferent methods  of  welfare  work  carried  on  in  depart- 
ment stores  and  industrial  establishments  are  examined 
with  reference  to  their  economic  as  well  as  their  human- 
itarian value.  Beneficial  agencies  under  direct  control 
of  the  public,  through  town,  municipal,  state  or  fed- 
eral regulations,  are  studied.  This  includes  the  exam- 
ination of  the  laws  regulating  hours  and  conditions  of 
labor — especially  of  women — wage  laws  and  age  limit 
for  school  children.  The  activities  of  the  City  Board 
of  Health,  the  State  Board  of  Health  and  the  Federal 
Children's  Bureau  form  topics  of  study.  Research  work 
upon  these  and  allied  topics  is  expected. 


1-2 


WEEKLY    SCHEDULE    OF 

TEACHERS'    CLASS 


Morning  Session,  8.30-12.30 
Afternoon  Session,  1.40-3.25 


Monday 

Tuesday 

Wednesday    Thursday     Friday 

Saturday 

Selling 
or  other 
work 
in 
Department 
Stores 

Observation,  theory  and  practice  of  teaching  the 
following  subjects  in  the  School  of  Salesmanship 

Textiles                      English                             Hygiene 
Salesmanship            Arithmetic                       Merchandise 

Color  and  Design      Applied  Physical             System 
Education 

Conference  with  the 

Director 

Textiles 
Education 

Applied 
Psychology 

Education 

Economics 
Education 

Textiles 
Textiles 

The  afternoon  work  is  at  Simmons  College  and  con- 
tinues throughout  the  academic  year,  with  the  excep- 
tion of  the  month  of  December. 

Various  mills,  factories,  stores  and  schools  are  vis- 
ited during  the  year  for  the  study  of  manufacturing 
processes,  organization  and  methods. 


MRS.  PRINCE'S  CONNECTION  WITH  THE 
NATIONAL  RETAIL  DRY  GOODS  ASSOCIATION 

In  1915  Mrs.  Prince,  the  Director  of  the  Teachers' 
Class,  became  Director  of  the  Department  of  Educa- 
tion of  the  National  Retail  Dry  Goods  Association.* 

*  Headquarters:  ^Eolian  Building,  33  West  42d  Street,  New  York  City. 

13 


The  position  was  accepted  with  the  understanding  that 
she  should  continue  as  the  active  and  responsible  head 
of  the  training  class  for  teachers.  As  an  officer  of  the 
National  Association,  Mrs.  Prince  visits  different  cities 
in  the  interests  of  department  store  education,  these 
visits  being  usually  made  in  response  to  an  invitation 
from  a  Chamber  of  Commerce,  Retail  Merchants' 
Board,  or  Board  of  Education.  As  this  promotional 
work  demands  only  a  part  of  Mrs.  Prince's  time,  she 
is  able  to  take  personal  charge  of  the  teachers'  work, 
holding  individual  and  class  conferences  and  advising 
in  regard  to  all  placements. 


PROFESSIONAL  OPPORTUNITIES 

IN    DEPARTMENT    STORES 

The  general  aim  of  an  educational  director  in  a  de- 
partment store  is  to  do  whatever  will  increase  the  effi- 
ciency of  the  force  in  the  store  and  to  bring  about  and 
preserve  the  right  relationship  between  employers  and 
employees  and  between  the  store  and  the  public.  In 
co-operation  with  buyers  and  floor  superintendents,  she 
trains  salespeople  and  other  members  of  the  organiza- 
tion, either  individually  or  in  classes  similar  to  those 
conducted  in  the  School  of  Salesmanship,  but  modified 
according  to  the  needs  of  the  special  store.  She  in- 
structs new  employees  in  store  system  and  "follows 
up"  errors.  As  she  is  very  closely  in  touch  with  the 
superintendent  and  the  employment  office,  her  position 
may  lead  to  that  of  assistant  superintendent.  The  work 
of  an  educational  director  is  also  closely  related  to  that 

14 


of  the  welfare  department.  Graduates  of  the  Teachers' 
Class  are  employed  as  educational  directors  in  the  fol- 
lowing stores : 

Wm.  Filene's  Sons  Co.,  Boston  (2), 

Jordan  Marsh  Co.,  Boston, 

The  Emporium,  San  Francisco, 

The  Halle  Bros.  Co.,  Cleveland  (2), 

Wm.  Taylor  Son  &  Co.,  Cleveland  (2), 

The  Lindner  Co.,  Cleveland, 

Hochschild,  Kohn  &  Co.,  Baltimore, 

L.  Bamberger  &  Co.,  Newark, 

L.  S.  Ayres  Co.,  Indianapolis, 

H.  P.  Wasson  &  Co.,  Indianapolis, 

The  Broadway  Department  Store,  Los  Angeles, 

A.  Hamburger  &  Sons  Co.,  Los  Angeles, 
Best  &  Co.,  New  York, 

B.  Altman  &  Co.,  New  York, 
Lasalle  &  Koch  Co.,  Toledo, 
Lion  Dry  Goods  Co.,  Toledo, 

The  G.  M.  McKelvey  Co.,  Youngstown, 

Bowman  &  Co.,  Harrisburg, 

The  Smith-Kasson  Co.,  Cincinnati, 

The  McAlpine  Store,  Cincinnati, 

Penn  Traffic  Co.,  Johnstown 

P.  A.  Bergner  Co.,  Peoria, 

Morehouse-Martens  Co.,  Columbus, 

The  Boston  Store,  Milwaukee, 

Denver  Dry  Goods  Co.,  Denver, 

John  Taylor  Dry  Goods  Co.,  Kansas  City,  Mo., 

O.  T.  Johnson  Co.,  Galesburg,  111., 

Rike-Kumler  Co.,  Dayton. 


1.3 


IN    PUBLIC    SCHOOLS 
HIGH    SCHOOLS 

In  1913  Mrs.  Prince  was  appointed  by  the  Boston 
School  Committee  to  the  position  of  Director  of  Prac- 
tice in  Courses  in  Salesmanship  in  Public  High  and 
Continuation  Schools.  The  co-operation  of  the  stores 
with  the  School  of  Salesmanship,  and  later  with  the 
public  schools,  led  to  the  introduction  of  courses  in 
salesmanship  in  nine  of  the  Boston  high  schools.  The 
course  in  high  schools  is  open  to  juniors  and  seniors  in 
two  schools ;  to  seniors  and  graduates  in  the  others. 
It  includes  salesmanship,  textiles,  merchandise,  indus- 
trial history,  color  and  design,  business  arithmetic  with 
sale  slip  practice,  and  ethics.  The  salesmanship  teacher 
endeavors  to  correlate  her  work  in  every  possible  way 
with  that  of  the  other  teachers.  The  pupils  work  in 
the  stores  on  Saturday  when  needed,  and  sometimes  on 
Monday  if  their  school  record  is  good  enough  to  war- 
rant their  absence  from  school  on  that  day. 

CONTINUATION    SCHOOLS 

Continuation  schools  are  of  two  kinds,  compulsory 
and  voluntary.  In  Boston,  since  September,  1914,  em- 
ployers of  boys  and  girls  between  the  ages'of  14  and  16 
have  been  required  by  law  to  allow  these  young  workers 
to  attend  school  during  business  hours  for  at  least  four 
hours  a  week. 

Fourteen  compulsory  continuation  schools,  made  up 
of  the  younger  employees,  and  two  voluntary  groups 
of  older  workers  are  taught  by  graduates  of  the  Teach- 
ers' Class  of  the  School  of  Salesmanship.  In  addition 
to  the  work  in  salesmanship,  textiles  and  color  and  de- 

16 


sign,  the  subjects  of  spelling,  arithmetic,  hygiene,  com- 
mercial geography,  civics  and  English  are  usually 
taught.  These  courses  all  function  from  the  occupa- 
tion, and  so  hold  the  interest  of  the  pupils  as  well  as 
help  them  in  their  business  life.  An  important  part 
of  the  teacher's  work  in  both  high  and  continuation 
schools  is  done  in  the  stores,  investigating  the  work  of 
the  pupils  during  business  hours. 

Graduates  of  the  School  of  Salesmanship  are  teach- 
ing in  the  following  public  schools  in  Boston  and  other 
cities : 

Girls'  High  School,  Boston, 
Dorchester  High  School,  Boston, 
Charlestown  High  School,  Boston, 
Roxbury  High  School,  Boston, 
West  Roxbury  High  School,  Boston, 
South  Boston  High  School,  Boston, 
East  Boston  High  School,  Boston, 
Practical  Arts  High  School,  Boston, 
Brighton  High  School,  Boston, 
Continuation  Schools,  Boston, 
High  and  Continuation  Schools : 

Waterbury, 

Rochester, 

Cincinnati, 

Logansport,  Ind., 

Indianapolis, 

Continuation  Schools,  Milwaukee, 
Lewis  and  Clark  High  School,  Spokane. 


17 


Other  graduates  of  the  Teachers'   Class  hold  posi- 
tions as  follows: 

Vocational  Investigator,  Hartford, 

Service  Manager,  The  Joseph  and  Feiss  Co.,  Cleve- 
land, 

Secretary,  Dept.  of  Education,  National  Retail  Dry 
Goods  Association,  New  York. 


GRADUATES  or  TEACHERS'  CLASS  REPRESENT 
THE   FOLLOWING   INSTITUTIONS 


COLLEGES 

Boston  University 
Brown  " 

Columbia        " 
Cornell 
De  Pauw       " 
University  of  Indiana 
"          "  Michigan 
"  Minne- 


sota 

Oberlin  College 

Knox  College 

Ohio  Wesleyan  Uni- 
versity 

Leland  Stanford 

Radcliffe 

Smith 

Vassar 

Wellesley 

Western  Reserve- 


1 
1 
1 

1 
1 
4 
5 
2 
14 

••    1   * 


NORMAL    SCHOOLS 

Boston  Normal  2 

Castine  (Me.)  1 

Cleveland  1 

Cincinnati  1 

Framingham  1 

Milwaukee  1 

Massachusetts  State  1 

Toledo  Training  School  1 
Portland  Training 

School  1 


18 


GRADUATES  HOLD  POSITIONS  IN  THE 
FOLLOWING  STATES 

California  3  New  Jersey  1 

Colorado  1  New  York  5 

Connecticut  2  Ohio  18 

Illinois  2  Pennsylvania  1 

Indiana  4  Washington  1 

Maryland  1  Wisconsin  2 

Massachusetts  16 

Missouri  1 


19 


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926 

err  7  1930 

MAR  13 1942 


Gaylord  Bros. 

Makers 
Syracuse,  N.  Y. 

PAT.  JAN.  21,1908 


J7J" 
* 


UNIVERSITY  OF  CALIFORNIA  LIBRARY 


